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  • 2015
  • Chapter

"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal
Related
  • Web

Curriculum - Business & Environment

Climate Solutions Living Lab : An innovative, project-oriented course in which advanced students from graduate schools across Harvard University work together in teams to design real-world practical tools... View Details
  • Teaching Interest

Managing Human Capital: Keeping Hope Alive in Organizations (Not offered 2013-2014)

Managing Human Capital has been specifically designed to teach practical skills for the general manager who seeks to manage both other people and his or her own career with optimal effectiveness. Any and all students who believe they will need to effectively manage... View Details

  • Web

Technology & Operations Management Curriculum - Faculty & Research

and Sustaining a Successful Enterprise - Intensive (also listed under General Management) Willy Shih Spring 2026 Q3 1.5 Willy Shih Spring 2026 Q4 1.5 Demystifying the Family Enterprise Christina Wing Fall 2025 Q1Q2 3.0 Designing Tech... View Details
  • Research Summary

Overview

By: Ethan S. Bernstein
I have spent my career studying novel talent management practices and their effect on collaboration and performance. My core research focuses on two interrelated organizational trends that have become salient in the 21st century: workplace transparency (who gets to... View Details
Keywords: Privacy; Transparency; Productivity; Field Experiments; Communication; Design; Human Resources; Leadership; Management; Organizational Design; Organizational Structure; Performance; Groups and Teams; Networks; Behavior; Social and Collaborative Networks; Satisfaction; North America; Europe; Asia; China; Japan; Latin America
  • 21 Sep 2016
  • HBS Seminar

Catherine Tucker, MIT Sloan School of Management

  • 23 Oct 2000
  • Research & Ideas

The Strategy-Focused Organization

breakthrough performance from those that tried it but never delivered the results? When Bob McCool became head of Mobil NAM&R in 1992, he made it clear that the performance of the past was not acceptable; things had to change. Working... View Details
Keywords: by Robert S. Kaplan & David P. Norton
  • 23 Jul 2013
  • First Look

First Look: July 23

telecommunications industry, we address the following questions: What factors contribute to a firm's ability to learn by supplying and building technological and market capabilities? Does it matter to whom the firm supplies? Is involvement in product View Details
Keywords: Anna Secino
  • 06 Jul 2023
  • News

Lessons from Major League Baseball's Game-Changing Innovations

numbers, and—in most games—umpires don't miss any calls on the field. And today, that expanded instant replay system is only employed once every other game. "We designed the system based on the data and not based on the perception,"... View Details
  • 23 Oct 2012
  • First Look

First Look: October 23

  PublicationsInflection Point: New Vision, New Strategy, New Organization Authors:Nancy O.Andrews and Nicolas P. Retsinas Publication:In Investing in What Works for America's Communities. San Francisco: Federal Reserve Bank of Boston,... View Details
Keywords: Sean Silverthorne
  • 23 Mar 2010
  • First Look

First Look: March 23

(forthcoming) An abstract is unavailable at this time. Download the paper: http://www.people.hbs.edu/bvillalonga/VillalongaAmit_FM_Final.pdf Working Papers Banking Market Concentration and Consumer Credit Constraints: Evidence from the... View Details
Keywords: Martha Lagace
  • 01 Mar 2024
  • News

Game On

It’s raining in Sarasota. And not a light sprinkle but a proper, Florida drenching, so the outdoor courts at the Pickleball Club’s Lakewood Ranch location are deserted. Inside is a different story. Most of the 12 courts are in play. With four people to a court, all... View Details
Keywords: Jen McFarland Flint; photographed by Edward Linsmier; Amusement, Gambling, and Recreation Industries; Arts, Entertainment
  • 11 Apr 2023
  • Research & Ideas

Is Amazon a Retailer, a Tech Firm, or a Media Company? How AI Can Help Investors Decide

estate company—they have a lot of buildings,” says MarcAntonio Awada, head of research and data science at the Digital, Data, and Design Institute at Harvard (D^3). For an investor looking for an edge, the distinction could be critical.... View Details
Keywords: by Danielle Kost; Consumer Products; Real Estate; Financial Services; Retail
  • Web

Online Leadership and Management Courses | HBS Online

them in rapidly changing work environments. 4 weeks, 6-7 hrs/week Pay by November 6 $1,850 Certificate Strategy Execution Professor Robert Simons Gain the tools, skills, and frameworks to successfully implement strategy within your... View Details
  • March 2022 (Revised September 2022)
  • Case

Can Papaya Global Keep Scaling Fast?

By: Daniel Isenberg and William R. Kerr
Companies that employ people all around the world also need to pay those people. That can be an exceedingly complex task, though - defining terms of employment, complying with global regulations, and working with huge quantities of data, among other obstacles,... View Details
Keywords: Entrepreneurship; Scaling And Growth; Job Design and Levels; Compensation and Benefits; Governing Rules, Regulations, and Reforms; Global Range
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  • 30 Nov 2009
  • Research & Ideas

Tracks of My Tears: Reconstructing Digital Music

favorite songs.” Harvard Business School professor Anita Elberse, who does much of her business research on the entertainment industry, looked at the clash between bundles and digital distribution, and the effect on media and entertainment firms. We asked Elberse about... View Details
Keywords: by Sean Silverthorne; Music
  • 01 Mar 2019
  • News

The Burden Legacy

reforms. Burden Hall was made possible by the Burden family, leaders in business and the arts. A big space designed for big moments, it became the focal point of community life at HBS. In the fall of 2017, after 46 eventful years, Burden... View Details
Keywords: Linda Kush
  • 2014
  • Working Paper

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style
Related
  • Web

Financial Accounting Online Course | HBS Online

understand financial statements and communicate financial results. My job is project-based, and I'm currently leading the operational functions of a system-wide IT implementation, a project that affects the daily work of a few thousand... View Details
  • 29 Jan 2018
  • Book

How 'Teaming' Saved 33 Lives in the Chilean Mining Disaster

hundreds of individuals spanning physical, organizational, cultural, geographic, and professional boundaries. Engineers, geologists, drilling specialists, and more came together from different organizations, sectors, and nations to work... View Details
Keywords: by Amy C. Edmondson; Mining